OTE is what you make if everything goes right
On-target earnings is what you make if you hit exactly 100% of quota. It's a real number, but it's the number for a year that goes to plan.
Bridge Group's 2026 study found 48% of AEs hit quota. So for about half of sellers, OTE is more than they'll make that year.
Budget on the lower rows
When you plan your spending, use what the plan pays at 75% to 100% of quota. Pay Check shows those rows. Anything above that is a good year, and you'll know when you're having one.
When you compare jobs
Compare what each offer pays at the same realistic attainment, not the two OTEs. A higher OTE on a quota nobody hits can pay less than a lower one you'll actually make. Offer Check puts them side by side.
